Never Say Sell
How the World's Best Consulting and Professional Services Firms Expand Client Relationships
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Engelsk
Learn the secrets of how recurring revenue is driven at expert firms like BCG, KPMG, EY, and more Never Say Sell: How the World's Best Consulting and Professional Services Firms Expand Client Relation...
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Forlagsbeskrivelse af Never Say Sell af Jacob Parks
Learn the secrets of how recurring revenue is driven at expert firms like BCG, KPMG, EY, and more Never Say Sell: How the World's Best Consulting and Professional Services Firms Expand Client Relationships explains how to scale individual engagements into long-term business relationships. Cowritten by Tom McMakin, the coauthor of How Clients Buy and expert in account development, and colleague Jacob Parks, this book provides insights from key rainmakers at firms like Accenture, IBM, and more into how they drive growth from existing relationships. Never Say Sell is a business development guide for professional service providers like consultants, accountants, and lawyers, whether they are sole proprietors or members of account teams tasked with expanding key accounts. Doing good work with existing clients is not enough to have them come back to you again and again. You must do more. This book explores the techniques and methods that leading professional service providers use to add value, cross sell, and drive recurring revenue from existing engagements. Never Say Sell will help you turn one-and-done clients into some of your most exciting and lucrative relationships. It is a must-have for any professional who benefits from repeat business.
Detaljer
Forlag
John Wiley & Sons Inc
ISBN
9781119683780
Sprog
Engelsk
Sider
256
Udgivelsesdato
17-12-2020
Format
Hardback
Varenr.
3346189
EAN nr.
9781119683780
Varegruppe
Engelsk non fiction div.
Højde/Dybde (mm)
236
Bredde (mm)
161
Længde (mm)
25
Vægt (g)
448